What You'll Do

We're looking for a driven Institutional Business Development professional to own and grow our highest-value exchange relationships. As the strategic link and the most sophisticated market participants globally, you'll build the institutional infrastructure that powers our liquidity, trading volume, and market positioning.

Responsibilities

• Source, pitch, and onboard institutional clients — HNWI, Market Makers, HFTs, Brokers, and Asset Managers — building a high-conversion pipeline that directly drives platform liquidity and revenue.
• Lead commercial negotiations end-to-end: fee structures, rebate schemes, and liquidity arrangements — partnering cross-functionally to optimise execution and outcomes.
• Own the full lifecycle of key institutional relationships, ensuring depth, durability, and consistent growth in trading engagement.
• Identify and unlock expansion opportunities within the existing institutional client base — boosting retention, trading volume, and the scope of strategic cooperation.
• Stay ahead of competitive dynamics and market shifts, translating intelligence into actionable positioning strategies.

What We're Looking For

• 3+ years of institutional BD or sales experience in crypto, trading, or financial services — ideally within exchanges, investment firms, institutional brokerages, or electronic trading environments.
• A proven track record of bringing in and closing institutional clients: market makers, funds, brokers, and similar sophisticated counterparties.
• Demonstrated ability to manage and grow large institutional accounts, with measurable impact on revenue or trading volume.
• Strong command of trading products across spot, derivatives, and structured offerings.
• A self-starter mindset: high ownership, strong execution, and a bias for action.
• Excellent communication and presentation skills — you can command a room and close a deal.
• Fluency in English and Mandarin required for internal and external communications.